Field sales has always been a core part of any sales strategy. The paper road map may have changed to a sat nav and the paper address book may have changed to a comprehensive Customer Relationship Management (CRM) system but field sales is still fundamentally the same. It provides the human element to any sale and being face-to-face with your prospect guarantees quality time without distractions. Use that time wisely and you’ll reap the rewards.
Buyers are more savvy than ever and this, in turn, is making sales more complex. In the digital age sales people are no longer needed for data or information – buyers can find all they need on the internet. Sales people need to be expert problem solvers and the person who can solve the problem in the shortest time possible will win the sale.
If you’re a regular LinkedIn user you’ve probably noticed there have been quite a few changes this year; following Microsoft’s acquisition of the company for $26.2 million in 2016. There’s more to the makeover than just a cleaner look – there have been some changes in functionality too. So is it still the best sales weapon out there?
Rapport is all about highlighting common interests and establishing a mutual feeling of friendliness. When people like each other they engage with each other, which is why quickly building rapport is a key sales skill.
Influence is just effective communication. Great salespeople have an enormous capacity to influence and persuade others – and it’s a skill you can learn and develop over time.
Storytelling is the ability to create a vision in someone else’s mind. Great sales people use stories to engage their audience. This engagement creates empathy, builds trust and ultimately drives sales.
Do you read every email you receive? Your prospects certainly don’t. Your email is stacked against others in their inbox all competing for attention. First impressions count and crafting a good email is essential and that includes writing a killer subject line.
B2C purchases are usually quick and rarely involve much commitment. You are probably offering a product / service that can be purchased online, shipped to their doorstep or virtual doorstep. Simple. This means that you can successfully get a sale after only one interaction. However if used smartly, one powerful social media post could be enough to boost your sales.
Objection to price is the number one challenge that sales people encounter. Being prepared for these objections is crucial to your success. So what should you consider to keep your conversion rate healthy?
Do you who loathe cold calling? Do you fear the rejection it can bring? Using the phone in sales is only difficult for people who use outdated approaches. It’s time to get smart and start smart calling.